Daily Archives: 9 February, 2017

Take Crystal Ball In Sales

How wonderful it is to forecast the coming changes in your business. Your sales will become easier the whole and you are well on the way to become a highly-commissioned-top sales manager. Here are 7 steps for your to reach this dream.

 

While I haven’t found any spheres with magical powers just yet, I have met a handful of sales professionals who seem to be able to predict the future. Best of all, they do it without the use of expensive technology or other gimmicks. In fact, they usually rely on little more than old-school, ear-to-the-ground business intelligence.

 

Here are the seven steps to following their example and learning to tell the future in sales:

 

Know your industry.

If you don’t already know what’s going on in your business – who the major players are, what trends have been taking place, what your competitors are up to, and so on – then the rest of this advice is going to be worthless. Take the time to bring yourself up to speed. Product and industry knowledge aren’t an edge over your competition, they are job requirements.

 

Stay informed.

Once you’ve figured out the lay of the land, stay on top of it. Read business journals and trade magazines, attend industry trade shows and meetings, subscribe to online news feeds; make sure that, as trends and major developments take shape, there isn’t any way you are going to miss out.

 

Cultivate informants.

Develop close relationships not only with your buyers, but with their colleagues and support staff. You are looking for two things here: insight into their buying decisions, as well as front-line sources of news within your clients’ companies. While personnel changes or the formation of buying groups might not change the pecking order in your industry, they can have a serious impact on your sales numbers, so stay in the loop.

 

Recognize patterns.

This is probably the hardest part of the process… and the most critical. As you get more and more familiar with your company and its products, your competitors, and all of the potential major buyers out there, try to make guesses as to where things are headed. A good practice is to sit for five minutes a day and write your impressions on blank sheet of paper; over time, you’ll start to recognize some similarities in your thoughts, which could be patterns you’ve picked up on subconsciously.

 

Think like a buyer.

If you think you’ve spotted a new technology, idea, or way of thinking about things, take the concept a bit further and envision it from your buyer’s point of view. How would things change for them if this development took place? What problems or opportunities might be present?

 

Sketch out scenarios.

Now, work backwards and figure out where you fit in the process. How can you help your buyers assure themselves that they will come out ahead in the future? What action do you need to take, or expertise do you have to pick up, to be uniquely positioned to guide them?

 

Use what you know.

By this point, your next course of action should be pretty clear. Don’t just stop with having an idea of what might happen down the road; generate proposals, write articles, and otherwise make yourself a recognized expert for solving the problem while taking advantage of the change. With this kind of head start on your competitors – who will likely be caught by surprise when the marketplace shifts – you will have an easier time opening bigger, better accounts.

 

It’s amazing how many of the biggest trends in business could have been predicted months or years ahead of time by a salesperson who is willing to connect the dots. Learn to spot changes in your industry before they are obvious to everyone else, and you’ll get a leg up on the process of becoming a superstar salesperson.

 

Carl Henry is a management consultant. He specializes in helping companies in the selection of top sales and customer service talent. Carl is also a Certified Speaking Professional and the author of several books and articles related to sales, sales management, and customer service. He conducts seminar and webinar for clients worldwide.

Get your mini e-Book (free download) 18 pages. “Are You Recovery Ready” at http://www.carlhenryblog.com

You can contact Carl at 704-847-7390
chenry@carlhenry.com
http://www.carlhenry.com

More Sales 101 Articles

Article About Dental Implants Quotes Springfield, MA Dentist

Springfield, MA – Dr. Vincent Mariano, a Springfield, MA dentist, contributed to a November 2010 piece in Healthcare News discussing dental implants. The article described the benefits for patients who acquire implants instead of bridges or dentures – and enumerated recent developments in implant technology.

Swedish dentist Dr. Ingvar Branemark learned that implants built from titanium would merge with the bone over time. Seeking an expert opinion, the magazine quoted Springfield, MA cosmetic dentist Mariano: “For the first time, we were able to replace a non-removable tooth in the human body and have it attach to human bone….Implants can be used for a single tooth, for multiple teeth, or to stabilize a denture. We can even replace a full set of teeth that are non-removable using multiple implants.”

Because of recent implant technology developments, total treatment time for dental implants is shortened and the appointment for implant insertion can be as little as 45 minutes. These innovations permit patients to heal faster. Mariano, a Springfield, MA porcelain veneers specialist, told Healthcare News: “The trend in all of this is to accelerate the healing process.”

Some patients aren’t always eligible for dental implants; however, many patients benefit from them – including denture wearers. Dentures can often lead to a poor quality of life, notes Mariano, whose Springfield, MA dentistry office various dental and prosthodontic services.

About EMA Dental
With offices in East Longmeadow, MA and Northampton, MA, EMA Dental is a multi-specialty practice committed to providing state-of-the-art dental care of the highest quality in a comfortable environment. Whether you are looking for routine dental care and maintenance, a complete smile makeover, Invisalign invisible braces, or dental implants, the skilled Springfield, MA general dentistry specialists at EMA Dental can help you reach your goal.

EMA Dental is a multi-specialty group dental practice committed to providing state-of-the-art dental care of the highest quality in a comfortable environment. Whether you are looking for routine dental care and maintenance, a complete smile makeover or removable or fixed tooth replacement, EMA Dental has all of the resources available to help you reach your goal. From the front desk where you will be taken care of by a highly qualified, compassionate administrative team to the clinic, where you will find an energetic, detail-oriented, highly-trained clinical assistant team and doctors that are second to none, we trust that your experience will exemplify our commitment to Excellence in Dentistry.

EMA Dental encourages each patient to involve themselves in their own treatment. Ask questions, and together with your doctor choose the treatment that is right for you! As a knowledgeable, informed, involved patient you are most likely able to achieve the highest level of dental health. We look forward to working with you in achieving your goals.

© 2010 Search engine optimization company Master Google and EMA Dental group. Authorization to post is granted, with the stipulation that Master Google is credited as sole source. Linking to other sites from this article is strictly prohibited, with the exception of herein imbedded links.

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If you would like to learn more about Springfield, MA cosmetic dentist Dr. Vincent Mariano general dentistry specialists at EMA Dental call at (413)731-8800.